j ane hami l l 1

SELL MORE PRODUCTS ONLINE STEP ONE: YOUR WHO PART TWO

3. RATE YOUR CUSTOMERS (PAST & PRESENT)

Ø  Grade your current customers Ø  Truly think about who you WANT to work with Ø  Understands the value of what you do without a

TON of education or indoctrination Ø  If you don’t have customers yet – do the research

DETERMINE WHO YOU MOST WANT TO SELL TO

Ø Someone you enjoy working with Ø Someone whose life is just a little better for buying your

product (those you help) Ø  They can be easily identified and contacted – you know

where to find them, they are an “obvious” group Ø  They “get it”, like what you have, and can afford to pay for it Ø  They tell others about your product Ø  They don’t ask for returns or discounts

WHAT MAKES AN “IDEAL” CUSTOMER?

3. RATE YOUR CUSTOMERS

Ø  List some of your current and past customers Ø  “Grade” them according to the list we just talked about Ø Please feel free to add your own specific criteria to this

list Ø Name of customer and their “grade” (A, B, C, D or F) Ø  Look for commonalities in the A’s and B’s Ø  Then you can figure out how determine how to find

MORE of them

3. RATE YOUR CUSTOMERS

Ø  Fact finding: you can email your customers Ø  In your workbook: An email script to send to customers Ø What if I don’t have any customers yet?

3. RATE YOUR CUSTOMERS

Ideal Customer Ø You MUST pick an ideal customer so you know who to

market to – to speak their language Ø Not all buyers are created equal Ø  It also helps you design Ø EVERYONE is welcome to buy, however… Ø You can’t market to everyone

DETERMINE WHO YOU MOST WANT TO SELL TO

Photo: Eric Mutrie

DETERMINE WHO YOU MOST WANT TO SELL TO

Ideal Customer

Ø  Once you’re clear on your “perfect” customer, everything is easier

Ø  Not just “anyone with money” Ø  OK to niche it down for

marketing purposes Ø  You’ll get the sale more often Ø  It helps you make decisions

EVERY DAY

YOUR BUYER PERSONA – AN ACTUAL PERSON

Ø  Someone you ACTUALLY know or know of Ø  A real person, not a fictional meshing of 5 people Ø  OK to do 2 Buyer Personas Ø  Please know it will evolve Ø  Just do it – you’re not married to it!

IDENTIFIERS: Ø Lingo and/or buzzwords Ø Mannerisms GOALS: Ø Persona’s primary goal Ø Persona’s secondary goal

CHALLENGES: Ø Primary challenge to persona’s success Ø Secondary challenge to persona’s success

PERSONA DETAILS

“A woman walks into yoga class…” exercise

“I’ve been shopping all

morning and I’m so frustrated. I just wish I could find…

YOUR EMAIL LIST

YOUR EMAIL LIST

Ø  If you’re new to email marketing, start collecting name sand emails in ONE excel spreadsheet

Ø  If you’re currently using email for your business, keep it up! Is there any list “clean-up” or segmentation you need to do? Now’s the time

I’m a rockstar

Buyer persona - done

Started segmenting my list

Profit places x 3

NEXT STEPS

•  Do your “assignments” in the Workbook •  Fill out the Handouts •  Use the Group Forum!! •  Post your wins, your questions, your breakthroughs •  Post any questions you have in the Group Page •  Get your questions ready for Jane for the LIVE Group

Coaching Session